Thursday, 13 June
Today's Topic
didya hear the one about...?, Hey

Skill + Do

Do you like being preached to? Do you want to sit through a 20-slide PowerPoint presentation?

Well, neither do your customers.

Yes, you need to pitch.

Yes, you need to present your value to your customers.

Yes, you need to show them your whatever…product, demo, pie-chart.

But you need to figure out an approach that works best for your customers, knowing that they will tune out if they get any whiff of feeling pitched.

Sharing stories helps you do that.

In their influential book Made To Stick, Chip and Dan Heath uncovered a staggering statistic: "…after a presentation, 63% of people remember stories, but only 5% remember a statistic."

So if you’re getting pressured inside your org to deliver a general presentation script verbatim in your pitch meetings…push back. Buyers will tolerate two or maybe THREE slides at the most! (Which basically means you’re using slides to accentuate a point, you’re not using them to pitch.)

Figure out how to tell stories to ensure you and your offering are remembered.

Tomorrow - July 19

Stop saying "thanks for your time."

Today - July 18

On this day, Nadia got a 10

Nadia Com─âneci was playing for Gold medals; you’re playing for big commissions. Both of you know you need to be maniacal about the behaviors and habits that drive the results you want.

Read More

July 17

"Me no afraid of sales angst!"

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

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July 16

Who's NOT my champion buyer?

You know how to bond with anyone…you’re a pro. But the strength of your bond is determined by how you provide value for your Champion inside their world, not inside a bar.

Read More

"I’m obsessed with giving the audience something they don’t see coming." Jordan Peele

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